Amazon Web Services (AWS) is leading the next paradigm shift in cloud computing and we are looking for a dynamic results oriented candidate to join as the Asia Pacific & Japan Cosell Program Lead for the SMB market.
In this role, you will have an exciting opportunity to shape Asia's regional strategy to help SMBs adopt and transform using cloud solutions through the amazing AWS channel ecosystem. Your role is to define, develop and lead the delivery of partner ecosystem sales plays and go-to-market initiatives for the SMB sector. Your responsibilities will include developing the SMB strategy focused on leveraging the AWS channel ecosystem, planning, business development and developing/maturing cross-functional go-to-market execution mechanisms. You will collaborate with global, cross-functional teams including AWS sales, business development, marketing, and technical field professionals to determine how to best accelerate growth and success in the SMB market through coselling with partners and monitoring progress against the business plan. You will use data and market signals to drive the SMB Cosell strategy to most effectively serve AWS SMB customer engagements that are led or supported by AWS partner ecosystem. You will coordinate with sales leaders and sales operations to help define and drive field education and enablement programs to ensure AWS sales teams and channel partners can effectively engage with the AWS partner ecosystem to jointly Cosell to SMB decision makers and execute strategies that accelerate customer success.
The right candidate will have experience interacting at the highest levels of companies and demonstrated experience in developing sales plays and go-to-market programs. They will have a proven record of leading and driving multiple programs, across a region like Asia, to meet business objectives, excellent program and project management skills, a customer-obsessed and collaborative approach, strong data and metrics bias, and a passion for helping companies get started using cloud to achieve business goals. They will have knowledge of product messaging, positioning, and strong experience in solution sales, marketing and field enablement.
Role & Responsibilities
- Develop and mature mechanisms to deeply understand needs, gaps, and opportunities with the APJ AWS’s SMB customer market and AWS partner ecosystem.
- Lead annual channel sales and go-to-market planning for the APJ SMB customer market
- Develop and mature regional, cross-functional engagement mechanisms for planning and execution.
- Develop and mature measurement and monitoring mechanisms for the business plan, including metrics capture, reporting, and analytics for identifying signals, opportunities, and challenges.
- Develop data driven narrative proposals for new initiatives, or evolving/retiring existing initiatives/programs.
- Incubate new strategic initiatives.
- Coordinate with sales leaders and sales operations to develop field education and readiness programs to enable both AWS sales and channel partners help SMB customers to maximise their business success using cloud technologies.
BASIC QUALIFICATIONS
- 7+ years of experience in business development, sales, marketing, advisory, and/or strategy roles.
- 3+ years of experience in the SMB (Small and Medium Business) industry
PREFERRED QUALIFICATIONS
- Technology depth and breadth in cloud technology.
- Highly credible with marketing leaders, sales leaders, senior technologists, product leaders, and executive audiences.
- Exceptional business acumen and high judgment – be able to use technology/cloud depth and breadth, signals, and data to understand customer pain points and challenges, and inform and shape business growth initiatives.
- Passion for SMB customers – deep curiosity to understand how SMBs are adopting cloud and how to accelerate their cloud journey.
- Partnering with others in the organization is key to our long term success and is what helps frame our inclusive culture.
- ‘Invent and simply’ mindset. Data driven but comfortable with ambiguity. Exceptional problem-solver. Adept at simplifying complexity and developing scalable propositions.
- Strong bias for ‘working backwards’ from customers. Favors iterative hypothesis/test/analyze/ improve approaches. Pragmatic and ‘is right a lot’.
- Proven track record of taking ownership and driving results. Ability to effectively lead and work with a variety of organizations, management levels, cultures, and personalities.
- Exceptional interpersonal and communication (both written and verbal) skills. Experience communicating with both technical and non-technical stakeholders across multiple teams.
- Inclusive and Diverse Culture Working with a team that welcomes, celebrates, and leverages a diverse set of backgrounds and skillsets to deliver results is exciting.
- Culturally aware and have good interpersonal skills; able to collaborate across different functional teams and internal stakeholders.
- MBA/Masters degree
- 10+ years of relevant work experience.
- Balanced experience across business development, strategy/planning, and execution in a multi-billion technology business.
- Experience delivering GTM strategies/initiatives within a managed service provider (MSP) or Systems Integrator (SI) company that serves SMBs.
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.
